Optimizing Sales and Marketing Alignment

Charm Bianchini, Sr. Director Marketing

David Wondolowski, Enterprise Account Executive

Marketo

• Sales and marketing alignment

• Tips to get started

• Marketo Sales Insight

Agenda

The Importance of Alignment

• Large opportunity for improving business performance

• United sales and marketing teams can:• Dramatically improve marketing

ROI

• Sales productivity

• Top-line growth

67% better at closing deals

108% less friction

Generate 209% more from marketing

Alignment can help:

Tip 1: Implement a Revenue Cycle

Tip 2: Agree on Definitions

Tip 3: Service Level Agreements

Day 0 Notification

Day 1 If untouched, reminder

Day 2 If untouched, reminder cc boss

Day 3 If untouched, alert executives

Day 7 If stale, reminder

Day 8 If stale, reminder cc boss

Day 9 If stale, alert executives

Tip 4: Joint Training and Processes

Tip 5: Utilize Marketing Automation -Marketing

Tip 6: Utilize Marketing Automation –Sales

Marketo Sales Insight

• Sales intelligence dashboard

• Powerful sales tool that lives natively within the CRM (Salesforce.com and Microsoft Dynamics)

• Prioritize and interact with your hottest prospects

• Understand buying signs

• Close business faster

Turn Sales Insight into Action

• Focus on and follow your hottest prospects with Best Bets and My Watch List

• View Stars and Flames that identify quality and urgency

• Track people and companies coming to your website by viewing Web Activity

• Gauge interest by following prospect behavior with Interesting Moments

• Interact with individuals or lists by sending trackable emails directly from you

• Get instant updates wherever you are with Lead Feed

Sales Insight Demo

Thank you!